OneStream (OS) Morgan Stanley Technology, Media & Telecom Conference summary

Vision and platform strategy

• Aims to be the unified operating system for modern finance, consolidating multiple financial processes into a single platform to replace two to six legacy systems per customer.

• Focuses on building durable, multi-decade customer relationships, boasting a 98% gross retention rate.

• Platform is designed to be infinitely extensible, allowing rapid addition of new solutions and minimizing technical debt.

• Trusted by customers to provide reliable, auditable financial data, which is critical for regulatory and Wall Street reporting.

• Holds a high-value data asset by unifying and curating financial information across complex organizations.

Product innovation and AI

• Announced 12 new innovations at the previous Splash conference, including Sales Performance Management (SPM), ESG Enhanced Solution, and advancements in AI Services.

• AI strategy centers on proprietary AutoML and Sensible ML for demand prediction, with a focus on transparency and auditability for CFOs.

• New AI products, such as anomaly detectors and clustering, are being launched, with more generative AI solutions in the pipeline.

• Innovations are now shifting from foundational technologies to productized, scalable use cases that fit new pricing and packaging models.

• AI adoption in finance is growing, with a focus on delivering reliable, explainable results to risk-averse CFOs.

Pricing, packaging, and monetization

• Transitioned to a solution-oriented and usage-based pricing model, moving beyond traditional seat-based fees.

• Pricing aligns with customer use cases, including platform-based fees for connectors and usage-based fees for AI solutions.

• Monetization strategy is evolving to resemble models used by ServiceNow and Salesforce, especially for the Solution Exchange.

• The shift in pricing and packaging is part of a multi-year plan to support expansion into AI and operational analytics.